Senior Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of revenue targets and mission objectives by implementing the sales strategy.

• Act as Raptor’s main point of contact for both new and existing school clients.

• Manage the entire Private & Charter segment, encompassing private, Catholic, diocesan, charter, and higher education accounts.

• Oversee intricate opportunities that involve charter management organizations, multi-campus networks, diocesan and Catholic systems, as well as formal procurement processes.

• Develop a sales pipeline through various channels such as marketing leads, outbound prospecting, referrals, conferences, and re-engagement of inactive accounts.

• Promote cross-selling and upselling opportunities across Visitor Management, Emergency Management, Volunteer Management, Dismissal Management, and Compliance & Success solutions.

• Handle complex deals from start to finish, including stakeholder alignment, procurement, security assessments, RFPs, and contract negotiations.

• Collaborate with Customer Success and Solutions Engineering teams to facilitate expansion, technical discovery, integrations, and product demonstrations.

• Construct, validate, and commit to monthly and quarterly forecasts; ensure accurate records of opportunities in Salesforce.

• Act as an escalation point and co-sell resource for intricate Account Executive opportunities, mentor AEs, lead deal reviews, and contribute to playbooks, competitive positioning, and onboarding processes.

⛳️ Requirements

• Minimum of 5 years of quota-carrying SaaS sales experience, including at least 2 years in K-12, higher education, or public sector sales.

• Proven track record of multi-year quota achievement with specific numerical targets outlined by period.

• Capacity to manage over 100 open opportunities within 20-to-40-day sales cycles while navigating complex, multi-stakeholder deals.

• Experience in closing deals exceeding $10,000 in ARR through formal procurement processes while maintaining a high volume of transactional sales.

• Demonstrated ability to self-source pipeline effectively.

• Experience in multi-product selling and account expansion.

• Strong understanding of institutional procurement processes, including board approvals, budget and grant cycles, purchase orders, security and vendor reviews, and RFPs.

• Excellent written communication skills with a proven ability to succeed in written proposals or RFQs.

• Strong discipline in forecasting and opportunity management within Salesforce.

• Proficient in Salesforce, Outreach, Clari, and Copilot tools.

• Bachelor’s degree or equivalent practical experience required.

🏝️ Benefits

• Remote-first work culture.

• Flexible paid time off policy.

• Paid parental leave offered.

• 11 paid holidays each year.

• Flexibility in the workplace.

• Affordable health coverage (medical, dental, vision), with 100% coverage for employee-only medical plans.

• Employer contributions to 401(k) plans.

• Company-paid life insurance, short-term disability (STD), and long-term disability (LTD) coverage.

• Pet insurance available.

• Strong mentorship and leadership opportunities.

• Prospects for career advancement.